Author Stephen Balzac offers ways businesses can increase revenue and attract more clients with his 7 Steps Ahead philosophy. Whether you're trying to hire the right people or get your team on track, this is the place for accurate, useful
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Author Stephen Balzac offers ways businesses can increase revenue and attract more clients with his 7 Steps Ahead philosophy. Whether you're trying to hire the right people or get your team on track, this is the place for accurate, useful information. Stephen is an expert on leadership and organizational development, a consultant and professional speaker, and author of \x34The 36-Hour Course in Organizational Development,\x34 published by McGraw-Hill, and a contributing author to volume one of \x34Ethics and Game Design: Teaching Values Through Play.\x34 Contact Steve at steve@7stepsahead.com.

In jujitsu, there are two ways to throw someone: you can make it hard for them to stand up or you can make it easy for them to fall down.
When you make it hard for someone to stand, something very interesting happens. The harder you make it, the more they fight back. Unless your opponent happens to be asleep or under the influence of mysterious hypnotic powers, the very act of attempting to force them off their feet triggers and instinctive and intense resistance. This happens even when training with a cooperative partner who is perfectly willing to be thrown! It is the moral equivalent of standing on someone’s foot while trying to pick them up.
Conversely, when you make it easy for someone to fall down, they naturally follow the path of least resistance. It’s not that they make a conscious effort to fall, rather it’s that if you gently let them have your way, they suddenly discover that they are enjoying an up close and personal relationship with the ground. For the practitioner, this is a much more pleasant and much less effortful experience than trying to make it hard for the other person to stand up. Oddly enough, the fall is also more devastating.
Jujitsu, in short, is about minimum effort, maximum results. In a very real sense, the best practitioners are also the most lazy. They get what they want and they work exactly as hard as they need to get it, no harder.
Now, I’ve rarely seen a manager literally stand on an employee’s foot and try to throw her, but I do frequently see the equivalent behavior over and over.
In one particularly egregious case, a manager at one large and rather well-known technology company told an employee that he wouldn’t get a raise because he made the work look too easy. In a judo match, your throw is not annulled because you made it look effortless. In fact, those judo players who can make throws appear effortless are the best regarded in the sport. Does it really make sense to dismiss the value of an employee’s results in such a cavalier fashion? Is the manager encouraging future productivity or simply future activity?
At Soak Systems, engineers actually wanted to spend time fixing bugs in the software. Management, however, developed an arcane and excessively complex method of prioritizing bugs and scheduling people’s time. By the time the process was complete, the engineers had no say in which bugs were fixed or when they should be worked on. Functionally, that meant that when engineers uncovered serious bugs in the software, they weren’t allowed to fix those bugs: instead, they had to sneak in over the weekend to do the work. After a while, many of the engineers became increasingly discouraged or burned out, and eventually started shrugging and letting management have its way. At least, that way they stayed out of trouble. Management successfully made it so hard to fix the bugs that the bugs didn’t get fixed.
Does it really make sense for the managers to, metaphorically, be standing on employees’ feet so dramatically? After all, management did want to ship a working product! The more management tried to control engineering and force them to fix the bugs in a specific way, the less work actually got done.
In a very real sense, the goal is not to impose your will on people but to make it easy for them to do their jobs, to get them to focus their time and energies to produce the maximum possible return. When you figure out what your actual goals are and then create a path of least resistance to accomplishing them, people will naturally and instinctively move along that path. So how do you do that?
Your first obstacle is the hardest one to overcome. As every martial artist learns, the toughest opponent is the one they see in the mirror. If you find yourself getting angry or falling into a “I’ll show them!” mindset, it’s time to step back and take a break. Give yourself some perspective. Getting an opponent angry is an old martial arts trick and one that never stops working, especially on beginners. Don’t make beginner mistakes.
The next step is to find out if you’re standing on their foot. Ask questions. Understand what problems or obstacles your employees may see. Involve them in brainstorming and discussion. Help them help you to build a picture of the desired outcome and invite their suggestions on how to get there. The more you get them involved, the more you educate yourself. Pay attention to how your actions or the company’s rules are being perceived. Are they pinning people in place or are they making it easy for employees to accomplish the goals of the company?
You may not always like what you hear. Jujitsu students are frequently quite frustrated when their training partner says, “Hey, you’re standing on my foot!” When someone tells you something you don’t want to hear, they’re demonstrating their respect for and trust in you. Appreciate that and build upon it. If you respond harshly or with anger, you only cut yourself off from information; you don’t change anything.
Pay attention to what behaviors you are encouraging and which ones you are discouraging. When you stand on someone’s foot, you are encouraging pointless activity and exhausting, wasteful conflict: what do you suppose that employee at that high tech firm I mentioned earlier did on future projects? When you make it easy for people to do their jobs, you are encouraging constructive argument, innovation, and productivity.
So go ahead and make it easy. What’s stopping you?